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November 10, 2023

The first step in SALES

Analyse the ‘no’.

(A) Compare the number of times you receive a ‘no’ versus a ‘yes’. You might be pleasantly surprised and realise that the ‘bad’ week/month, when taken into perspective, is not that bad after all, compared to your overall results.
(B) Figure out why people are telling you ‘no’. The answers you get from prospective vendors will generally be standard, and including things like already having an agent, not liking your brand or that you’re too expensive, and so on.

Once you do this and find out the main reason, this can easily be addressed. For example, do you sound like everyone else? Is it a generic objection?

Maybe you need to change your script so that you don’t sound like everyone else. Make yourself stand out.

Or, if you’re getting rejection based on your fee, it could be primarily due to a lack of skills to demonstrate value.

The second step in SALES.

Analyse your personality and reactions. Examine your emotional intelligence.

There are many tools available.

The one I am talking about has been developed specifically for salespeople to become aware of their style, to strategically reduce the number of rejections and get dramatically higher listings.
The key is to match the conversation style to your personality.

For example, an experienced agent with a sensitive personality was struggling with his numbers.

As I have mentioned previously, the sensitive personality is not usually aggressive, as they are generally:

• Concerned about the relationship
• Care that the other person feels comfortable before moving forward
• Easy going
• People pleasing
• Easily offended
• Passive

Keeping the above in mind, we adapted the dialogue to match the agent’s personality to get the desired results without the stress associated with selling or negotiating.

The result?

The meeting-to-close ratio increased by more than 45 per cent while maintaining low stress levels.

A lot of rejection can be overcome when you stop trying to be like everyone else.

This needs careful planning and an understanding of your emotional intelligence.

Each of the fears mentioned above are handled differently depending on the emotional intelligence profile of the salesperson.

What do you think?